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| As selected by Activengage |
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It's a dilemma that's common to most of us -- how to keep our business and personal lives from colliding. Click and read for some helpful tips.
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This post asks whether dealers are still doing a 2-tier pricing system (lot & Internet) and which they think is better, and why. And it's drawing some heated discussion ... click to learn more.
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Leaders, followers, silliness and dancing -- this wonderful and amusing video is tons of fun, and it offers some great leadership tips. Click and watch (you'll be happy you did).
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| How-to’s by industry experts |
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 You Have to Ask!The average collision shop nets only 3%, while McDonalds nets as much as 25%. The statement, " I could make more money flipping burgers" seems a reality for many repairers. Somewhere along the way these repairers have failed to learn a few necessary skills in running a successful business. These negotiation tips will hopefully help your shop move above the 3% mark and propel you toward the burger flipping ranks. 1. Don’t let it become personal: Remove your emotions from the negotiations. You work hard in your business and it is very personal, but you have to put your passions aside and not take the process or the results personally. 2. Seek to listen and understand first: Give the adjuster a chance to explain why something can't be paid for before unloading why you should get paid for something. Learn what you're up against before you fire your best shot. 3. Make it believable: Focus and do your homework. Take one issue at a time, research it and find evidence that documents your need, so that you are justified in your request. Use things like OEM information, I-CAR, and the DEG. 4. If at first you don’t succeed, try again: If you do not succeed with one insurer, try another. Winning with one gives you an advantage with the next guy. It's easier for the insurer to see things your way when you tell them that ABC Insurance is paying it. 5. Find an ally: Join an association, get your agent or the customer to go to bat for you; or better yet, ask the adjuster to help you figure out how you can get paid for the operation. Show him what is required and ask him what you should do.
Click here to read the entire blog in SearchAutoParts.com.
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INDUSTRY NEWS IN THE LAST 24
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 Chrysler Dealers Wary of Fiat Franchises Chrysler plans to establish 200 standalone Fiat showrooms in 125 metro areas by December. Some dealers express concern over a separate dealership, wondering if they can sell enough of the small Fiats to warrant the cost. Detroit News, July 7, 2010
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 Toyota Adding More Time to New Vehicle Development Toyota says it will add about 4 more weeks to the development process for new vehicles in order to assure that all quality concerns are addresses, following a rash of recent recalls worldwide. The pace of new development will also slow down somewhat. Google News, July 7, 2010
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 Wraps Let You Personalize Autos Without Paint Smart USA will offer vinyl stick-on graphic "wraps" to customers who want their vehicles to look 'wild' or at least different. No painting involved, but Smart will offer paint in 93 colors in case the creative spirit grows for some. Ford and Mini also have "wrap" programs. USA Today, July 7, 2010
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Industry-wide analysis: as the automotive market continues to stabilize, get the latest in-depth look into recent automotive trends to be better positioned for success. Understand vehicle buying habits as they shift between different generations and see how those differences impact brand loyalty.
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Daily clicks to increasing dealer revenue & profits
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 OPENLANE Expands North American OperationsOPENLANE announced today that it is expanding its footprint and capabilities in North America by adding new features to its online wholesale auction site in the U.S and by launching a new site in Canada ( OPENLANE.ca). Contact at Canadian email or U.S. email for more info. Enhancements include: • Completely redesigned Vehicle Detail site • Upgraded Search and Bid/Buy Confirmation pages • One-screen web-listing page
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 AutoUSA Launches POWER Listings? AutoUSA, the industry’s leading provider of the highest quality Internet leads to auto dealers nationwide, has launched POWER Listings? (used car ads through strategic marketing partners), a pre-owned inventory marketing program powered by Cargigi. This new source of quality inventory leads enables auto dealers to market and advertise their used car inventory daily on the most popular free classified websites. Find more info at www.autousadealers.com.
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 Beep! Automotive Ad Network Introduces Brand-Specific Targeting Goodway Group's Beep! Automotive Ad Network today announces brand-specific targeting initiative. Allows automotive advertisers to reach auto shoppers that are most likely to purchase an individual brand. Goodway layers the user-specific data to target the campaign specific to that brand's customer profile. For more info visit the Goodway Group.
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| How-to’s by industry experts |
 Increasing Your Service Department Customer Retention Starts Here! Are you tracking those customers who came to visit your service department during the warranty period and have not been back? Or those customers who purchased a new vehicle from your dealership and have never returned for service? Tracking customer retention is the bread and butter of a profitable service department. It is the Service Department's responsibility to close the customer buying cycle by ensuring that every new vehicle purchaser remains a loyal service customer, buying their next new vehicle from your dealership and continuing to receive your great service. Click here or click on the image to find out how easy it is to add at least 10% in customer retention.
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| auto dealer sales & marketing |
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 "Who Stopped the Sale"By Richard Libin
In today’s challenging times, a salesperson’s attitude and understanding of their job can make all the difference on whether or not a sale is made. Author Richard Libin shares his more than 30 years of sales, educational and business experience and provides practical strategies for engaging customers, overcoming internal and personal roadblocks to success and learning in this recently released book on how not to stop the sale. "There is nothing more frustrating for a customer than a salesperson who disregards their needs, wants and desires to push a product or service that just doesn’t fit,” says Libin. “When this happens, salespeople literally stop the sale." "Who Stopped the Sale? is a practical guide for developing the self-awareness, knowledge and skills needed to succeed in the competitive field of sales. This book, available by clicking here, teaches salespeople how to: • Start helping customers select the right products or services • Stop wasting time by turning buyers into shoppers • Approach sales from a position of optimism to create successful outcomes • Communicate effectively to increase rapport and alignment with buyers’ needs, wants and desires Richard Libin, president of Automotive Profit Builders, Inc., author, educator and consultant, can be reached at rlibin@apb.cc or 508-626-9200.
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| bringing sales into service and service into sales |
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 Making Sense of Ion Sensing TechnologyWhen a young technician returned from a training class, bursting with enthusiasm over a new technology he'd learned about called "ion sensing technology," someone had to tell him the technology wasn't all that new! In fact, ion sensing technology has been around for more than a decade, but it just never really caught on. Originally, ion sensing ignition systems were used for "knock" and "misfire" detection. But there are more possibilities now, including Generation 2 technology. The circuitry is ingenius, and our young technician was rightly so enthused. Click here or click on the image to bring this engine sensor real-time information into your service department!
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| driving technology in and around the VEHICLE |
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 Global Vehicle Manufacturers Seek Advanced Power Steering System
TRW Continues Growth in Fuel Saving Technologies
TRW Automotive Holdings Corp., ranked among the world's leading automotive suppliers. announce further growth for its Electrically Assisted Steering (EAS) systems that help save fuel and reduce greenhouse gas emissions. A high level of interest from global vehicle manufacturers for its Belt Drive (also known as Rack Drive) Electrically Powered Steering (EPS) system that brings the fuel efficiency and carbon dioxide reduction benefits of an electric system to larger vehicles with higher rack load steering system requirements reaching upwards to 15 kN in some applications. Ford Motor Company has already used the system for two years in North America and will launch it in Europe for the first time -- plus a second major global automotive manufacturer that will be fitting TRW’s EPS Belt Drive systems to mid-size passenger cars beginning in 2012. TRW Automotive products include integrated vehicle control and driver assist systems, braking systems, steering systems, suspension systems, occupant safety systems (seat belts and airbags), electronics, engine components, fastening systems, aftermarket replacement parts and services. READ MORE...
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| how to make & keep your DEALERSHIP environmentally responsible |
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 5 Simple Steps to Improved Gas MileageBeing environmentally in tune doesn't have to include trading in your current vehicle for a hybrid or EV. Instead, you can help your customers keep their cars properly maintained for optimum performance. The Car Care Council has a 5-step program to help protect the environment and save money at the pump. Click here for a print-out of the council's program to help drivers "go green". And then click on the image for a few pointers on environmental awareness.
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